TEST BANK for Essentials of Negotiation,
x x x x x
7th Edition by Roy Lewicki, Bruce Barry
x x x x x x
Chapters 1 - 12
x x x
, Table of Contents x x
1. The Nature of Negotiation
x x x x
2. Strategy and Tactics of Distributive Bargaining
x x x x x x
3. Strategy and Tactics of Integrative Negotiation
x x x x x x
4. Negotiation: Strategy and Planning
x x x x
5. Ethics in Negotiation
x x x
6. Perception, Cognition, and Emotion
x x x x
7. Communication
x
8. Finding and Using Negotiation Power
x x x x x
9. Relationships in Negotiation
x x x
10. Multiple Parties, Groups, and Teams in Negotiation
x x x x x x x
11. International and Cross-Cultural Negotiation
x x x x
12. Best Practices in Negotiations
x x x x
, Chapter 1 x
Student: x x
1. People all the time.
x x
2. The termx is used to describe the competitive, win-lose situations such as hagglingover price
x x x x x x x x x x x x
that happens at yard sale, flea market, or used car lot.
x x x x x x x x x x x
3. Negotiating parties always negotiate by
x x x x .
4. There are times when you should
x x x x x negotiate.
5. Successful negotiation involves the management of _ (e.g., the price or the terms ofagreement) and also the
x x x x x x x x x x x x x x x x
resolution of
x x .
6. Independent parties are able to meet their own
x x x x x x x without the help and assistance
x x x x
ofothers.
x x
, 7. The mix of convergent and conflicting goals characterizes many
x x x x x x x x relationships.
8. The of people's goals, and the
x x x x of the situation in which they
x x x x x
x aregoing to negotiate, strongly shapes negotiation processes and outcomes.
x x x x x x x x x
9. Whether you should or should not agree on something in a negotiation depends entirely upon
x x x x x x x x x x x x x x
x theattractiveness to you of the best available
x x x x x x x .
10. When parties are interdependent, they have to find a way to
x x x x x x x x x x their differences.
x
11. Negotiation is a x x that transforms over time.
x x x
12. Negotiations often begin with statements of opening
x x x x x x .
13. When one party accepts a change in his or her position, a
x x x x x x x x x x x has been made.
x x
x x x x x
7th Edition by Roy Lewicki, Bruce Barry
x x x x x x
Chapters 1 - 12
x x x
, Table of Contents x x
1. The Nature of Negotiation
x x x x
2. Strategy and Tactics of Distributive Bargaining
x x x x x x
3. Strategy and Tactics of Integrative Negotiation
x x x x x x
4. Negotiation: Strategy and Planning
x x x x
5. Ethics in Negotiation
x x x
6. Perception, Cognition, and Emotion
x x x x
7. Communication
x
8. Finding and Using Negotiation Power
x x x x x
9. Relationships in Negotiation
x x x
10. Multiple Parties, Groups, and Teams in Negotiation
x x x x x x x
11. International and Cross-Cultural Negotiation
x x x x
12. Best Practices in Negotiations
x x x x
, Chapter 1 x
Student: x x
1. People all the time.
x x
2. The termx is used to describe the competitive, win-lose situations such as hagglingover price
x x x x x x x x x x x x
that happens at yard sale, flea market, or used car lot.
x x x x x x x x x x x
3. Negotiating parties always negotiate by
x x x x .
4. There are times when you should
x x x x x negotiate.
5. Successful negotiation involves the management of _ (e.g., the price or the terms ofagreement) and also the
x x x x x x x x x x x x x x x x
resolution of
x x .
6. Independent parties are able to meet their own
x x x x x x x without the help and assistance
x x x x
ofothers.
x x
, 7. The mix of convergent and conflicting goals characterizes many
x x x x x x x x relationships.
8. The of people's goals, and the
x x x x of the situation in which they
x x x x x
x aregoing to negotiate, strongly shapes negotiation processes and outcomes.
x x x x x x x x x
9. Whether you should or should not agree on something in a negotiation depends entirely upon
x x x x x x x x x x x x x x
x theattractiveness to you of the best available
x x x x x x x .
10. When parties are interdependent, they have to find a way to
x x x x x x x x x x their differences.
x
11. Negotiation is a x x that transforms over time.
x x x
12. Negotiations often begin with statements of opening
x x x x x x .
13. When one party accepts a change in his or her position, a
x x x x x x x x x x x has been made.
x x
